When you are working with larger corporations and busy sales
reps, you will need to make an appointment.
Try doing this before you leave for the trade show. This will allow you
to make sure you get an appointment at the beginning of the day (when everyone
is less tired) and that your priority relationships actually get the time they
need. If you can’t schedule appointments
before you arrive, swing by their booths on the first morning of the show. Set up appointments and make sure that when
you do arrive for your scheduled time, you aren’t late. Trade shows are busy for everyone, the
exhibitors and the buyers. Don’t start off your negotiations with a rude move
like holding them up—it’s not worth it.
Bring a Rolling Suitcase
You will receive a mountain of marketing materials during
your time at the trade show. Some will
be important, like business cards, price sheets and product specs. Others are
just junk, pens, paperweights and samples of things you know your company will
never buy. Though you will probably
receive quite a few cloth and paper bags, consider bringing an extra rolling
suitcase. You will save your back and have a way to cart everything home, back
for your boss and co-workers to sort though. For some reason, the rolling
suitcase also gives you an air of authority. While others may get stuck in
crowds of participants, you may find that a path always opens for someone with
rolling luggage. If nothing else, it will buy you a bit of breathing room in a
crowded convention hall.
Wear Comfortable Shoes
Convention Centers are just large warehouses complete with
concrete floors and lots of distance to travel. They are not the place to break in a new pair of shoes. Figure you will spend at least
three-quarters of your day on your feet.
Make sure you wear shoes (and an entire outfit, for that matter) that
are comfortable and suited to the conditions.